A world-class business education in a single volume. Learn the universal principles behind every successful business, then use these ideas to make more money, get more done, and have more fun in your life and work.

Review: 'SPIN Selling' by Neil Rackham

Not all sales are the same: tactics that result in a successful sale to an individual will often fail if used to sell to a company.

SPIN Selling will teach you a process designed to help you successfully sell high-value products and services to business buyers.

Making a large sale to a company has more to do with building respect and trust than tricky closing techniques. Backed by 12 years of research, Neil Rackham's SPIN Selling process details how to win the trust of a corporate purchaser: (1) understand the buyer's current situation; (2) understand the buyer's problems; (3) identify the implications of those problems; and (4) help the buyer internalize how much they need your help, and the ultimate payoff of working with you.

Ultimately, SPIN Selling is a book that teaches you to ask good questions that quickly expose the need while presenting your company as an attractive solution to that need. If you're selling to corporate buyers, you should read this book immediately.

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A world-class business education in a single volume. Learn the universal principles behind every successful business, then use these ideas to make more money, get more done, and have more fun in your life and work.

About Josh Kaufman

Josh Kaufman is an acclaimed business, learning, and skill acquisition expert. He is the author of two international bestsellers: The Personal MBA and The First 20 Hours. Josh's research and writing have helped millions of people worldwide learn the fundamentals of modern business.

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The Personal MBA: Master The Art of Business is published by Portfolio, an imprint of Penguin/Random House. All excerpts from the book are published under agreement with the publisher. This material may not be reproduced, displayed, modified, or distributed in any way without the express prior written permission of Worldly Wisdom Ventures LLC.